• Bridge
  • Posts
  • I don’t get what problem you’re trying to solve for your customers ...

I don’t get what problem you’re trying to solve for your customers ...

... here’s how to make sure they do!

We’ve all been there… A high-value prospect, influencer, or investor asks you the BIG question: ‘What problem are you truly solving?’ You’ve got seconds to respond; clear, confident, and compelling. Can you deliver?

In last week’s post, we explored the Customer Profile - unpacking your customers’ jobs, pains, and gains.

But understanding customer jobs is only half the equation. The other half? Mapping how your product solves their problems and creates value.

Introducing the Value Map:

How to use it:
In the context of your product or service, note down the following:

  • Products & Services: What will your customers ‘hire’ from you to help get one or more Jobs done?

  • Pain Relievers: How does your product eliminate or reduce the pain with getting that job done?

  • Gain Creators: How does your product create enhanced outcomes and/ or surprise your customer?

Let’s tie it back to last week’s ride-sharing example:

Sarah’s primary Job is to ‘get to work on time.’

  • Products & Services: Your app offers scheduled rides and real-time tracking

  • Pain Relievers: It eliminates long wait times with on-time guarantees, reduces stress with tracking, and ensures reliability with verified drivers.

  • Gain Creators: It enhances the experience with seamless booking, transparent pricing, and helping Sarah arrive on time, stress-free.

Now, instead of focusing on features and benefits, you’re addressing what Sarah actually needs: a reliable, stress-free way to get to work on time.

Spend just 10 minutes mapping value, and you will sharpen your next pitch, and maybe your product!

It’s also infinitely more effective than listing endless features and benefits. Seriously, stop doing that.

Catch up soon,

Peter

P.S. Did someone forward you this email? Was it helpful?  Subscribe here.

Reply

or to participate.